As a coach, I have developed people’s capabilities and readiness for over twenty years for over 500 companies with global and local brands. Significant changes are seen in how people have started learning and adapting to market changes. 

Before you sign up for a sales enablement initiative for your team members, ask yourselves a few questions : 

  • What do we want to address through these enablement initiatives?
  •  What do you want your prospects and accounts to perceive better through your work?
  • What are some of the practices that you may want to modify?
  • What kind of salespeople do you want to work with, and whom do you want to let go of? 

Unless we have a deeper understanding of how we want to utilise the Sales Enablement programme, we may end this programme as a superficial learning event. 

Here are some reasons that limit the performance of sales enablement programmes:

  • Expecting too many changes too early– The success of the programmes depends on what we expect to change, at what speed, and on appreciating the criticality of the changes, even though some of them can take longer.
  • Constantly compare the “ Shopping” experience of learning through different coaches. Learning from other sources is always important. Still, you might have to stick to one coach for at least three years to get the best results from people’s development. 
  • Coaches are an integral part of the development of an organisation. Investing in trust is a crucial aspect of helping the coach do their job. If you don’t trust the coach, don’t have their services. But once you appoint them, build a deep connection with them to succeed.
  • Sales enablement is not an event; it’s a continuous process of relentless effort to evolve. Myopic efforts don’t produce results. 

You can take a look at some of the links to build a better understanding of what we do. Here you go : 

Sales Culture Creation – https://grovaleulers.com/sales-culture-creation/

Most importantly, avoid the blame game when you are developing people. Would you blame yourself or your fitness coach if you can’t trim your tummy? Don’t blame anyone. Just focus on your goal and invest your energies to make things happen.